云南市场招商会策划方案.doc

云南家具市场战略研讨会一、主题2012云南家具市场战略研讨会二、时间2012.3.6（9:0018:00）三、地点云南昆明XX酒店四、参会人员总经理邓总、总经理助理余总；云南大区经理、区域经理，云南区域现有经销商；潜在经销商；媒体；行业协会领导。五、招商人员及参会工作人员培训1、企业及产品知识，以使团队成员对企业的现状有清楚的认识。2、沟通技巧（如接听电话、接待语言、洽谈技巧、仪表举止等），以培养团队成员的职业感。3、招商专业知识（招商流程、谈判技巧、接听电话、注意事项等）4、招商要旨（招商策略说明及合同解读等）1）招商人员必须对产品的各种特点如实掌握。2） 招商人员必须对自己的客户做事前了解，包括客户的经济实力、销售网络、个人爱好等。3） 招商人员必须对目前市场有充分的了解，特别是自己目标客户所在地区市场要进一步了解。4）招商人员必须具有一定的谈判策略和能力。六、客户邀请 主要分为新客户、老客户、媒体(暂定)3个部分。1、人数要求 参会人员至少50人以上。2、人员标准 到场人员定位精准，老经销商比例为25%-35%，新代理商（潜在经销商比例为65%-75%）。 1）老代理商标准： 有意向扩大店面开大店者； 经营状况良好，归属感强，能起到标杆作用者；通过发言带动会场气氛； 管理或市场推广能力强，在论坛上发言者； 3）新代理商标准： 大部分潜在客户至少经过两次以上反复沟通，现场签约几率在60%以上； 确保没有竞争对手故意滋事者； 对于已签订合同的经销商每个区域只来一个，未签订合同的建议县市级市场至少来二个；最后在招商会上或以后确定一个具有实力的经销商； 新代理商包括计划换品牌的家具经销商、打算做家具的经销商、计划增加经营品牌的经销商、有实力也有意愿做家具的经销商。3、新客户邀请过程1）对区域进行本次招商主题的培训；2）在经过严格的培训之后，各工作小组开始正式下市场，拜访客户，只有意向客户才赠送活动入场3）所有收到入场券的客户都要严格进行登记，并留下详细联系方式以便及时进行电话跟踪回访。4）在活动召开的前25天，第一轮（一周）客户拜访完毕，所有区域经理电话开会交流，总结第一轮拜访情况，提交初步确定到会名单，并电话跟进所有拜访过的意向客户，强化客户对本次活动的印象。5）在区域经理拜访期间，每周进行名单更新，确定。 6）活动开始前3天所有区域经理必须回昆明开会总结，并落实确定最终到会人数。利用两天时间要做好详细的客户电话跟踪。公司将根据所提供的人数安排餐饮和住宿。7）区域经理活动前三天加强与客户的沟通联系、确定到达昆明时间、地点，告知酒店具体地址，本次活动所有客户均不包接送。4、邀请方式 1）云南现有经销商邀请： 商务专员传真发邀请函； 短信群发； 大区经理/总监、区域经理电话邀请； 2）潜在经销商邀请： 目前数据库拥有的云南客户资料全部发短信和正式邀请函邀请； 大区和区域经理扫街的客户重点邀请（短信、电话、邀请函）；邀请函由大区或区域经理登门拜访送到客户手中； 昆明得胜发布资料发布招商信息。 4）、行业协会领导邀请。（暂定） 以公司名义邀请昆明家具家协会领导发言七、场地布置 1、场外布置 1）昆明得胜：卖场POP规范，喷绘更换、红地毯、X展架2）酒店大门口横幅、彩虹门、立柱、地毯、空飘。充气卡通人物（暂定）3）迎宾礼仪四名（可雇佣大学生，批绶带，统一服装）；4）院内（或宾馆外）各界媒体、兄弟单位的恭贺条幅；5）大厅：喷绘墙、广告、展架、企业简介、公司折页6）签到台，名片盒，签到人员；7）回厂门口摆放品牌与企业宣传易拉宝； 2、会场布置1）喷绘墙，内容为“2012云南家具市场战略研讨会”；2）悬挂横幅，内容为“2012云南家具市场战略研讨会正式启动” ；3）6个以上易拉宝，内容为企业文化，公司战略，品牌宣传，企业宣传，厂商合作宗旨等；4）音响、投影仪、电脑、无线麦克等，播放企业宣传片；5）座位按老客户与新客户分开安排坐次，并摆放水果、纯净水、宣传材料（招商手册、宣传小图册、大图册）、白纸、圆珠笔等；6）主席台上摆放鲜花一束；八、来宾接待 1、渠道人员时刻与自己的客户保持联系，提前了解客户行程并编制成表格；2、客户统一于2012年3月5日下午5点30前于昆明。酒店报到。九、前期人员分工及准备时间事项备注责任人2月3日3.3前确定招商方案和余总确定招商方案，并按照流程准备。赵建华2.202.21云南现有经销商邀请1、传真发邀请函；周敏2、发短信邀请；赵建华3、电话邀请；赵建华潜在经销商邀请1、短信邀请（所有拜访过的商家）；（2.20，2.25，3.2）赵建华2、邮寄邀请函（主要意向客户）；（2.20）赵建华、刘自华3、电话邀请（主要意向客户）（2.20）各区域经理4、得胜卖场发放资料（2.20-3.5）刘自华家协邀请暂定2.25确定人数2.25、3.2两次确定人数赵建华2.28前住宿找星级酒店并签订协议；刘自华餐饮根据标准安排5日晚、6日全天和7日早餐；刘自华2.25熟悉招商政策所有参与人员背诵招商政策。3月5日8:0023:00客户接待将酒店信息通过短信告知，酒店设接待点；刘敬客户登记，安排住宿，并发放行程计划。刘敬签到表、笔、水牌“请赐名片”、名片牌、大区经理名片放到桌上刘敬19:00晚宴住宿酒店安排；刘自华19:0022:00调试音响、投影设备全部连接，逐一调试；刘敬、吴雨池22点前会场布置1、酒店大门悬挂横幅； 刘敬2、酒店大厅放好指示牌；刘敬、吴雨池3、会议室门口放好指示牌；刘敬、吴雨池4、会议室挂好背景；刘敬、吴雨池5、会议室挂好横幅、易拉宝；刘敬、吴雨池6、会议室摆放好桌椅（根据当天到场人数）刘敬、吴雨池7、会议室摆放好水果、饮用水；刘敬、吴雨池8、会议室摆放好招商画册、宣传袋、小图册（每位一份）；刘敬、吴雨池9、会议室摆放好纸、笔；刘敬、吴雨池10、再一次用会议用电脑调试投影仪、音响；刘敬、吴雨池11、再一次播放会议用光碟、PPT文件，确认无误；刘敬、吴雨池12、会议室门前摆放好签到桌。刘敬、吴雨池13、意向合约120份，放到会议室；14、大区经理、区域经理再次趁热打铁，签单！全体人员十、研讨会流程8:309:00热场会议室播放派尼尔家居视频宣传片。主持人9:00-9:10会议开始主持人宣布会议开始，介绍嘉宾，介绍流程安排；主持人9:10-9:25营销总监发言家具行业现状，派尼尔家居的成绩；余俊峰9:25-9:30总经理战略层面邓总9:3010:35刘经理发言目前办事处的经营势力的展现（库房、展厅、服务）刘自华10:3511:45嘉宾发言石屏经销商发言，内容为为什么开大店；从发展前景方面讲，并结合为什么做派尼尔家居，对派尼尔家居的愿景。（可安排播放石屏专卖店店面形象以及广告投入照片）经销商代表（谢贞国）10:4511:00余总发言云南家具市场战略分析余俊峰11:0012:00参观展厅（得胜）刘自华、赵建华带领，讲解公司产品等。区域经理陪同12:0013:30午餐、休息刘自华、赵建华带领；吴雨池负责餐厅接待13:3013:35开场13:00开始播放企业宣传片；13:3513:55余总发言派尼尔家居现状、优势及招商政策以老客户订货优惠政策余总13:5514:00观众提问主要针对潜在经销商提问。（提前安排人与问题）全体人员14:0018:00订货、签单大区经理总监，区域经理签单（刘自华负责老客户订货）全体人员18:0018:30整理会场收拾相关物料，运到经销商处。大区带客户去餐厅。刘敬、吴雨池18:0618:30退场时领礼品LOGO精美水杯18:3021:00酒会1、礼仪小姐引导客户到达餐厅就餐；全体人员2、大区经理总监、区域经理一对一跟进重点潜在客户；全体人员3、大区经理总监、区域经理再次趁热打铁，签单！全体人员21:1022:00潜在客户跟踪一对一跟进重点潜在客户全体人员十二、物料准备序号物料名称数量标准责任人完成时间检查人备注会场物料1背景1个根据现场确定尺寸赵建华、刘自华2.25余总、赵建华2彩虹门和气柱1套赵建华、刘自华2.25酒店门口3充气卡通人物（暂定）2个赵建华、刘自华2.25酒店门口4空飘6个赵建华、刘自华2.255条幅3条根据现场确定尺寸赵建华、刘自华2.251、酒店门口内容为主题 2、会场内部内容：暂不定6易拉宝7个企业文化与品牌赵建华、刘自华2.25会场内部用7签到表10张招商会签到赵建华2.258名片盒2个收名片用赵建华2.25收集名片用9水牌1个内容：请赐名片赵建华2.2710签到桌1个刘自华2.2711指引牌2个酒店门口，会议室门口赵建华、刘自华2.27酒店准备12主持人1名待定2.2713手提袋100个LOGO手提袋赵建华2.2514水杯100个LOGO的精美水杯赵建华2.2515标贴（胸牌）10个圆形LOGO赵建华2.27工作人员用吊牌100个派尼尔形象客户用16笔100支派尼尔圆珠笔赵建华2.25酒店准备17纸100A4纸赵建华2.25酒店准备18发言稿15分钟家具行业现状，派尼尔家居的成绩余总3.2余总19发言稿10分钟内容为为什么开大店；从发展前景方面讲，并结合为什么做派尼尔家居伍浩3.2石屏经销商谢贞国20发言稿5分钟目前办事处的经营势力的展现（库房、展厅、服务）刘自华3.2办事处经理刘自华21发言稿15分钟店面管理与推广余总3.2余总22政策稿5份人手一份赵建华3.2招商政策23礼仪四人女士，统一着装（绶带）刘自华2.28形象好，淡妆24瓶装水300矿泉水刘自华25无线麦3个声音洪亮刘自华3.2酒店准备26电脑1台自带赵建华3.227投影仪1台清晰度高刘自华3.2酒店准备28数据线够用刘自华3.2酒店准备29插线板1个刘自华3.2酒店准备30翻页器1个刘自华3.2酒店准备31音响1套清晰度高刘自华3.2酒店准备32水果若干橘子、香蕉等刘自华3.233招商手册500本赵建华2.1034合同50份赵建华3.235宣传册500 册小图册赵建华2.1036胸花6个发言人用刘自华3.2上台发言人用37视频光碟1公司宣传片赵建华3.238入场音乐、课间音乐等赵建华3.2会场用 餐厅物料39背景1个根据现场确定尺寸刘自华、赵建华3.2刘经理餐厅40条幅1条根据现场确定尺寸刘自华、赵建华3.241酒水根据到场人数确定刘自华3.242菜单提前准备菜单刘自华3.2 得胜展厅物料43喷绘2根据现场确定尺寸刘自华、赵建华2.2044条幅2根据现场确定尺寸刘自华、赵建华3.245X展架4180*80刘自华、赵建华3.246彩虹拱门1根据现场确定尺寸刘自华、赵建华3247方形展架2根据现场确定尺寸刘自华、赵建华32文案物料46短信1条言简意赅赵建华2.20余总47短信电话云南市场老客户、云南市场所有拜访过的客户电话吴雨池2.18短信群发48住宿表4张记录详细、准确赵建华3249邀请函11份叙述清晰赵建华2.20老经销商50邀请函2150份精美赵建华2.20潜在经销商51行程计划100份详细赵建华2.20全体人员十三、现场互动1、老经销商的提问准备，前期沟通好（选定提问的问题）。新客户的提问2、选老代理商或新客户员带头签约。十四、返程所有人员返程。十五、跟进大区经理/总监和区域经理对尚未谈妥的意向客户继续跟进。1、电话跟踪回访；2、 区域经理或大区亲自登门拜访；十六、总结与存档1、 总结此次招商会的得失；2、对招商会所获取的各种信息整理存档 。 营销中心 派尼尔家居云南大区g an employment tribunal claiEmployment tribunals sort out disagreements between employers and employees. You may need to make a claim to an employment tribunal if: you dont agree with the disciplinary action your employer has taken against you your employer dismisses you and you think that you have been dismissed unfairly.For more informu, take advice from one of the organisations listed underFurther help.Employment tribunals are less formal than some other courts, but it is still a legal process and you will need to give evidence under an oath or affirmation. Most people find making a claim to an employment tribunal challenging. If you are thinking about making a claim to an employment tribunal, you should get help straight away from one of the organisations listed underFurther help. ation about dismissal and unfair dismissal, seeDismissal.You can make a claim to an employment tribunal, even if you haventappealedagainst the disciplinary action your employer has taken against you. However, if you win your case, the tribunal may reduce any compensation awarded to you as a result of your failure to appeal.Remember that in most cases you must make an application to an employment tribunal within three months of the date when the event you are complaining about happened. If your application is received after this time limit, the tribunal will not usually accept i.If you are worried about how the time limits apply to yoIf you are being represented by a solicitor at the tribunal, they may ask you to sign an agreement where you pay their fee out of your compensation if you win the case. This is known as adamages-based agreement. In England and Wales, your solicitor cant charge you more than 35% of your compensation if you win the case.If you are thinking about signing up for a damages-based agreement, you should make sure youre clear about the terms of the agreement. It might be best to get advice from an experienced adviser, for example, at a Citizens Advice Bureau. To find your nearest CAB, including those that give advice by e-mail, click onnearest CAB.For more information about making a claim to an employment tribunal, seeEmployment tribunals.The (lack of) air up there Watch mCayman Islands-based Webb, the head of Fifas anti-racism taskforce, is in London for the Football Associations 150th anniversary celebrations and will attend Citys Premier League match at Chelsea on Sunday.I am going to be at the match tomorrow and I have asked to meet Yaya Toure, he told BBC Sport.For me its about how he felt and I would like to speak to him first to find out what his experience was.Uefa hasopened disciplinary proceedings against CSKAfor the racist behaviour of their fans duringCitys 2-1 win.Michel Platini, president of European footballs governing body, has also ordered an immediate investigation into the referees actions.CSKA said they were surprised and disappointed by Toures complaint. In a statement the Russian side added: We found no racist insults from fans of CSKA.Age has reached the end of the beginning of a word. May be guilty in his seems to passing a lot of different life became the appearance of the same day; May be back in the past, to oneself the paranoid weird belief disillusionment, these days, my mind has been very messy, in my mind constantly. Always feel oneself should go to do something, or write something. Twenty years of life trajectory deeply shallow, suddenly feel something, do it.一字开头的年龄已经到了尾声。或许是愧疚于自己似乎把转瞬即逝的很多个不同的日子过成了同一天的样子；或许是追溯过去，对自己那些近乎偏执的怪异信念的醒悟，这些天以来，思绪一直很凌乱，在脑海中不断纠缠。总觉得自己自己似乎应该去做点什么，或者写点什么。二十年的人生轨迹深深浅浅，突然就感觉到有些事情，非做不可了。The end of our life, and can meet many things really do?而穷尽我们的一生，又能遇到多少事情是真正地非做不可？During my childhood, think lucky money and new clothes are necessary for New Year, but as the advance of the age, will be more and more found that those things are optional; Junior high school, thought to have a crush on just means that the real growth, but over the past three years later, his writing of alumni in peace, suddenly found that isnt really grow up, it seems is not so important; Then in high school, think dont want to give vent to out your inner voice can be in the high school children of the feelings in a period, but was eventually infarction when graduation party in the throat, later again stood on the pitch he has sweat profusely, looked at his thrown a basketball hoops, suddenly found himself has already cant remember his appearance.童年时，觉得压岁钱和新衣服是过年必备，但是随着年龄的推进，会越来越发现，那些东西根本就可有可无；初中时，以为要有一场暗恋才意味着真正的成长，但三年过去后，自己心平气和的写同学录的时候，突然就发现是不是真正的成长了，好像并没有那么重要了；然后到了高中，觉得非要吐露出自己的心声才能为高中生涯里的懵懂情愫划上一个句点，但毕业晚会的时候最终还是被梗塞在了咽喉，后来再次站在他曾经挥汗如雨的球场，看着他投过篮球的球框时，突然间发现自己已经想不起他的容颜。Originally, this world, can produce a chemical reaction to an event, in addition to resolutely, have to do, and time.原来，这个世界上，对某个事件能产生化学反应的，除了非做不可的坚决，还有，时间。A persons time, your ideas are always special to clear. Want, want, line is clear, as if nothing could shake his. Also once seemed to be determined to do something, but more often is he backed out at last. Dislike his cowardice, finally found that there are a lot of love, there are a lot of miss, like shadow really have been doomed. Those who do, just green years oneself give oneself an arm injection, or is a self-righteous spiritual.一个人的时候，自己的想法总是特别地清晰。想要的，不想要的，界限明确，好像没有什么可以撼动自己。也曾经好像已经下定了决心去做某件事，但更多的时候是最后又打起了退堂鼓。嫌恶过自己的怯懦，最终却发现有很多缘分，有很多错过，好像冥冥之中真的已经注定。那些曾经所谓的非做不可，只是青葱年华里自己给自己注射的一支强心剂，或者说，是自以为是的精神寄托罢了。At the moment, the sky is dark, the air is fresh factor after just rained. Suddenly thought of blue plaid shirt; Those were broken into various shapes of stationery; From the corner at the beginning of deep friendship; Have declared the end of the encounter that havent start planning. Those years, those days of do, finally, like youth, will end in our life.此刻，天空是阴暗的，空气里有着刚下过雨之后的清新因子。突然想到那件蓝格子衬衫；那些被折成各种各样形状的信纸；那段从街角深巷伊始的友谊；还有那场还没有开始就宣告了终结的邂逅计划那些年那些天的非做不可，终于和青春一样，都将在我们的人生中谢幕。Baumgartner the disappointing news: Mission aborted. r plays an important role in this mission. Starting at the ground, conditions have to be very calm - winds less than 2 mph, with no precipitation or humidity and limited cloud cover. The balloon, with capsule attached, will move through the lower level of the atmosphere (the troposphere) where our day-to-day weather lives. It will climb higher than the tip of Mount Everest (5.5 miles/8.85 kilometers), drifting even higher than the cruising altitude of commercial airliners (5.6 miles/9.17 kilometers) and into the stratosphere. As he crosses the boundary layer (called the tropopause),e can expect a lot of turbulence. We often close ourselves off when traumatic events happen in our lives; instead of letting the world soften us, we let it drive us deeper into ourselves. We try to deflect the hurt and pain by pretending it doesnt exist, but although we can try this all we want, in the end, we cant hide from ourselves. We need to learn to open our hearts to the potentials of life and let the world soften us.生活发生不幸时，我们常常会关上心门；世界不仅没能慰藉我们，反倒使我们更加消沉。我们假装一切仿佛都不曾发生，以此试图忘却伤痛，可就算隐藏得再好，最终也还是骗不了自己。既然如此，何不尝试打开心门，拥抱生活中的各种可能，让世界感化我们呢？Whenever we start to let our fears and seriousness get the best of us, we should take a step back and re-evaluate our behavior. The items listed below are six ways you can open your heart more fully and completely.当恐惧与焦虑来袭时，我们应该退后一步，重新反思自己的言行。下面六个方法有助于你更完满透彻地敞开心扉。Whenever a painful situation arises in your life, try to embrace it instead of running away or trying to mask the hurt. When the sadness strikes, take a deep breath and lean into it. When we run away from sadness thats unfolding in our lives, it gets stronger and more real. We take an emotion thats fleeting and make it a solid event, instead of something that passes through us.当生活中出现痛苦的事情时，别再逃跑或隐藏痛苦，试着拥抱它吧；当悲伤来袭时，试着深呼吸，然后直面它。如果我们一味逃避生活中的悲伤，悲伤只会变得更强烈更真实悲伤原本只是稍纵即逝的情绪，我们却固执地耿耿于怀By utilizing our breath we soften our experiences. If we dam them up, our lives will stagnate, but when we keep them flowing, we allow more newness and greater experiences to blossom.深呼吸能减缓我们的感受。屏住呼吸，生活停滞；呼出呼吸，更多新奇与经历又将拉开序幕。2. Embrace the uncomfortable We all know what that twinge of anxiety feels like. We know how fear feels in our bodies: the tension in our necks, the tightness in our stomachs, etc. We can practice leaning into these feelings of discomfort and let them show us where we need to go.我们都经历过焦灼的煎熬感，也都感受过恐惧造成的生理反应：脖子僵硬、胃酸翻腾。其实，我们有能力面对这些痛苦的感受，从中领悟到出路。The initial impulse is to run away to try and suppress these feelings by not acknowledging them. When we do this, we close ourselves off to the parts of our lives that we need to experience most. The next time you have this feeling of being truly uncomfortable, do yourself a favor and lean into the feeling. Act in spite of the fear.我们的第一反应总是逃避以为否认不安情绪的存在就能万事大吉，可这也恰好妨碍了我们经历最需要的生活体验。下次感到不安时，不管有多害怕，也请试着勇敢面对吧。3. Ask your heart what it wants倾听内心Were often confused at the next step to take, making pros and cons lists until our eyes bleed and our brains are sore. Instead of always taking this approach, what if we engaged a new part of ourselves that isnt usually involved in the decision making process?我们常对未来犹疑不定，反复考虑利弊直到身心俱疲。与其一味顾虑重重，不如从局外人的角度看待决策之事。From: http:/www.hxen.com/englisharticle/yingyumeiwen/2013-08-06/227968.htmlThe supersonic descent could happen as early as Sunda.The weatheThe balloon will slowly drift to the edge of space at 120,000 feet (Then, I would assume, he will slowly step out onto something resembling an Olympic diving platform.Below, the Earth becomes the concrete bottom of a swimming pool that he wants to land on, but not too hard. Still, hell be traveling fast, so despite the distance, it will not be like diving into the deep end of a pool. It will be like he is diving into the shallow end. Skydiver preps for the big jumpWhen he jumps, he is expected to reach the speed of sound - 690 mph (1,110 kph) - in less than 40 seconds. Like hitting the top of the water, he will begin to slow as he approaches the more dense air closer to Earth. But this will not be enough to stop him completely.If he goes too fast or spins out of control, he has a stabilization parachute that can be deployed to slow him down. His team hopes its not needed. Instead, he plans to deploy his 270-square-foot (25-square-meter) main chute at an altitude of around 5,000 feet (1,524 meters). In order to deploy this chute successfully, he will have to slow to 172 mph (277 kph). He will have a reserve parachute that will open automatically if he loses consciousness at mach speeds.Even if everything goes as planned, it wont. Baumgartner still will free fall at a speed that would cause you and me to pass out, and no parachute is guaranteed to work higher than 25,000 feet (7,620 meters).cause there